10 INTRODUCTION The economic fabric of Bologna is full of small and medium enterprises operating in the mechanical subcontracting sector. For the purpose of the project is promoting and supporting internationalization and entry into foreign markets of these companies, highlighting the skills and specialized technical know-how to future potential European customers with an area of interest in technologically advanced offering. The Chamber of Commerce for Bologna has developed, in collaboration with the trade union CNA Bologna and UNINDUSTRIA Bologna, a specific project for companies operating in the province of Bologna, within the sector of manufacturing and semi processing ad well as production for third parties. The project aims in supporting the companies in Bologna in finding new business opportunities and starting a gradual process of development toward new markets. The main foreign target markets for this project are Germany, Sweden/Finland and Switzerland and the project will be supported by the network of Italian Chambers of Commerce in each of these countries/markets. The project has seen a thorough research in order to create a valid Data Base of companies from the above mentioned markets, tailored to the offerings of the companies from Bologna. The following step of the project will see a visit to Bologna organized for a selected group of buyers from the above mentioned markets. The companies Bologna involved in the project are mainly part of the following business areas: precision machining, prototyping, turning, milling, machining of sheet metal, welding and metal cleaning, surface treatments, metal, manufacturing of electromechanical, electronics, molding, painting, casting and foundry. June 2012 GERMANY MARKET INFORMATION Economic outlook With 82, 3 millions of habitants, Germany plays a leading role as the locomotive of the European economy, contributing at the level of 27 % to the GDP of Euro area. At the end of 2011 Germany s GDP has grown at the rate of 3% reaching a value of 2570 billions of euro. In 2011 its per capita income has registered a value of Euro. Labor market has shown positive results: million of persons are employed (one every two Germans) and the unemployment rate is stable at 7, 1%. Industrial investments are growing at a rate of 6, 3% and so the ones in the automotive (+7,6%) and in the constructions sector (+5, 8%). The German electromechanical industry The latest statistical data shows a dynamic market with a 7 % grown turnover for a value of 204, 7 millions of euro. The employment in the electromechanical industry has increased by 0, 7 %. Italy represents Germany s first supplier regarding industrial machines. In 2011 Germany has imported tools and machinery for 1, 2 tons and for a value of 7, 3 billions of euro. The most dynamic sectors in terms of export and turnover are the mechanic, the automotive, the packaging, the medical, and the print-graphic ones. German companies and the research of suppliers When it comes to search for new suppliers, we have to distinguish between big German companies: the purchasing department either evaluates the online received proposals or is searching directly its partners at international exhibitions. The process of selection can last until 18 months. The typical duration for a contract is between 16 and 18 months. Required certifications are defined by the buyer and there are more suppliers for the same products. SMB s: the research takes place using personal contact with the person responsible for purchasing who requires a detailed sampling. The offer of the supplier is evaluated in 3-6 months and the typical duration of a contract is 5-6 years. Every product has its own supplier and certifications are not always required. Another possibility offered to the Italian suppliers is to turn to a German sales representative found with the help of the German-Italian Chamber of commerce

11 Useful information to italian suppliers When it comes to German companies, guaranteeing a unique interlocutor able to speak German or at least excellent technical English is of considerable importance. It s important to have a clear webpage in German or/and in English. Information pack as well as quality control systems and an efficient communication are also essentials elements. Useful suggestions for an effective territorial promotion Italian companies who want to propose them self as suppliers in the German market should take part in international exhibition, writing announces on specific newspapers or register them self on line, on dedicated platform for marketplaces. The main webpages to get into the German market and to propose yourself as a supplier are: : enables purchasers to quickly and simply find the correct manufacturers for custom, made-to-order-parts. The database contains over 16,000 skilled suppliers and offers are required daily. : marketplace where buyers to order industrial goods and textiles / apparel create a request for quote complete with their engineering CAD files and technical specifications. The requests are automatically matched to suppliers around the globe with the right equipment, expertise and capacity at the right moment in time creating efficiency and value. : dedicated to small medium enterprises who are searching qualified suppliers able to produce components based on specific CAD specifications. : supplier search engine in business to business Relevant is also the webpage of the Association of the German Trade Fair Industry for exploring fairs in every sectors. The most commonly required certifications ISO/TS 16949: technical specification aiming to the development of a quality management system that provides for continual improvement, emphasizing defect prevention and the reduction of variation and waste in the supply chain. It can be applied throughout the supply chain in the automotive industry. ISO 9001: is the internationally recognised standard for the quality management of businesses. applies to the processes that create and control the products and services an organisation supplies, prescribes systematic control of activities to ensure that the needs and expectations of customers are met, is designed and intended to apply to virtually any product or service, made by any process anywhere in the world. TÜV: Technical Inspection Association, are German organizations that work to validate the safety of products of all kinds to protect humans and the environment against hazards. As independent consultants, they examine plants, motor vehicles, energy installations, devices and products (e.g. consumer goods) which require monitoring The main sectors of application in Germany Mechanical Automotive Packaging Medical Graphic and printing Illuminating engineering Furniture Aluminum/steel silos Heating and refrigerating plant Centrifugal machines Renewable energies plant 19 20

12 SWEDEN AND FINLAND MARKET INFORMATION Economic outlook - Sweden Sweden, with 9,4 million inhabitants in an area 1/3 larger than Italy is a country heavily influenced by foreign cultures that always works with external entities as a result of a domestic market too small. The economy is based on business realities medium - large, or even multinational projected to overseas markets such as EVS, Volvo, SAAB, Scania, Ericsson, SKF, Atlas Copco, ABB, SSAB, Boliden Vattenfall. The year 2011 was a year of recovery for the Swedish economy that has recorded growth higher than many other OECD countries: the GDP has increased by about 4,6% and the strong domestic demand has helped to restore a situation damaged by the recent global crisis. The volume of trade recorded a strong rise in imports, especially in the second half of the year: Total imports: 394,142 bn / sek (+11.43%) Total exports: 346,459 bn / sek (+9.35%) Italy exported goods in Sweden for a value of SEK billion, an increase of 9,7% over the same period in Economic outlook - Finland Finland is a country with 5,4 million inhabitants and not strongly influenced by foreign cultures: 93% are Finns and 6% Swedish. The Finnish economy is characterized by a long industrial tradition due to the presence of rich deposits of raw materials, through which it was possible to develop sectors with high technological coefficient. The large finnish multinational companies are Stora Enso, Nokia, Kone, UPM- Kymmene, Wärtsilä, OKO. The data for the first half of 2011 confirmed the general positive trend sparked last year: gross domestic product has registered a total increase of 2,7%. To confirm the high degree of internationalization of the Finnish economy, exports and imports have increased over the previous year: Total imports: bn / EUR 29,759 (+25.5%) Total exports: bn / EUR 28,642 (+20.2%) The commercial relations with Italy have shown a positive index, an increase of imports from Italy (+ 8.7%) larger than exports (+1.0%). The electromechanical industry in the Nordic countries Mechanical engineering, also known as Engineering Industry is an important basis of both the Swedish and Finnish manufacturing sector. Within the Engineering Industry half of that production inputs acquired are mainly made by foreign suppliers. Subcontracting is the leading voice of Italian exports in the Nordic countries able to set up significant and lasting mechanisms of cooperation, integration and investment in the mid-long term. The type of products mainly claimed are technically advanced and innovative products. About 71% of supplies are intended for precision machining and mechanical engineering, for electronic and electrical engineering, for the construction of metal structures and tooling, and building models mechanical. Nordic companies and the research of suppliers The buyers of the northern electromechanical sector are believed to be demanding, certainly given by the international experience and the long industrial experience. The industry groups in Sweden and Finland on the international market demand can rely on their suppliers globally and also that they can give support to overseas manufacturing and aftermarket. It is preferred to make use of fewer suppliers, but larger, from which there is the advantage of being able to buy a wide line and larger volumes of products at lower prices. What are the criteria for selection and assessment of where buyers base their choice of subcontractor: Reliability: high technology and commitment to lasting business relationships Ability to involvement in product development of the industry reference Current information flow and transparency On time delivery and flexibility in volumes One-firm agent distribution contracts Competitive price is a key element that drives Nordic buyers to turn to foreign subcontractors

13 Useful information to italian suppliers There aren t special import restrictions. Both Sweden and Finland as members of the European Union, apply the Community rules. For more information, please consult the following links: National Board of Trade: Statistical data Sweden: Statistical data Finland: Sectoral data: Useful suggestions for an effective territorial promotion For an efficient promotion of the area it is advisable to Italian companies participating in trade fairs, advertisements in trade journals as well as direct contacts with the associations listed below. The involvement of the the following association has made it possible to promote the initiative of the internationalization for the mechanical subcontracting to their stakeholders. It is also recommended for Italian companies to structure a clear corporate website and provide at least one version in English. It is very important to the transparency and accuracy of the information (such as company profile and type of products / services provided) to allow potential buyer companies to have at least initially the evidence in the evaluation. The main platforms for online access to the market in Sweden and Finland are: Teknikföretagen: Underhållsföretagen: The main specialized magazines are: Verkstadstidningen: Verko: The main sectors of application in Sweden and in Finland Pharmaceutical and medical Rail Construction Mining Marine and Aerospace Industry Electronic Hydraulic Agricultural Chemical industry Automotive Packaging Tyre Sector Ceramic Plastic Wind Sector Food Industry The most commonly required certifications The most popular certifications in Sweden and Finland are: ISO 9001 identifies a series of international standards that define a reference point to provide elements of assurance about the ability to meet the requirements of quality and improve customer satisfaction-supplier. ISO/TS 16949:2002 is a technical specification ISO which aims at the development of a system of quality management. ISO identifies a series of international standards on environmental management of organizations. What the organization does to minimize harmful effects on the environment caused by its activities, and to achieve continuous improvement of its environmental performance. The trade fairs of reference for the sector are mainly the following: Manufacturing & Automation EXPO (M.A.X): Elmia Subcontractor:

14 SWITZERLAND MARKET INFORMATION Economic outlook Notwithstanding the economic turbulences on the world scene, Switzerland has grown 2% in 2011 proving to be a solid and healthy market for Italian exporters. Switzerland is ranked fourth among the biggest export markets for Italy in 2011, after Germany, France and the US and prevailing on the UK and Spain. The Swiss electromechanical industry This industry includes all the major application sectors of the Italian subcontracting industry: it has overall turnover of 90 billions Euros a year whereas Imports into Switzerland account for 70 billions Euros. As production is on the rise and employment is decreasing, productivity and technology investments show a sensitive growth. The most dynamic application sectors in terms of exports and turnover are machines for the textile sector, machines for the plastic industry, medical instruments, precision instruments, components of industrial machines and power generating engines. Swiss companies and the research of suppliers The major research channels are the following : «Google» search by manufacture processing and products, often in German language Information exchange with other buyers Research activities of the Italian Chamber of Commerce Attending International fairs like the Hannover industrie Messe in Düsseldorf or the Swisstech in Basel Useful information to italian suppliers Swiss buyers expect from Italian producers to meet the following criteria : reliability, planning and no improvisation, after sales and technical support services, knowledge of German, readiness to provide small product series, services standardization and constant written communication exchange. Useful suggestions for an effective territorial promotion Local Governments should encourage supply aggregation and invest in web visibility of local subcontractors on the web : this database should be easy to find on the web in different languages (as far as Switzerland is concerned German and French are the two search languages that should be considered). Aggregation criteria should always be those related to the concept of «product line» ; complementariness in productive excellences and not simply their sum helps a territory to better satisfy through aggregation the foreign partners industrial requirements. The main sectors of application in Switzerland Machinery for fruit and vegetables processing Technical brushes, industrial brushes, scratch brushes, wire brushes, tools range for streets and airport cleaning, hygiene brushes Containers for pharmaceuticals Neon signs, furniture, medical supply, raw materials Engineering industry, automation, minutia and mechanical processing Minutia and parts for industrial machines Electronic elements and switches for high voltage systems Production of transport machinery: carriages, locomotives and wind engine Tobacco packaging Packaging, products for pharmaceutical and chemical industry, production of seal machineries, etc Chemical industry systems Lifts Electronics: LED solutions, light regulator, electronic units, electronic boards Automation systems: gears, mechanical minutia Food industry systems Industry plant design High precision items: watches elements, ceramic medical devices, dental implants Rolling shutters and beach umbrellas, sunscreen products Water pumps and hydraulic valves Packaging, packaging industry solutions: flexible materials, cartons/boxes, etc. Tools, screws, nuts and bolts, hardware Aluminium packaging Electronic tools and software Electronics: wine-producing and fruit juice-producing tools, tractors and farm machinery Medical field equipment, machines and tools Machine tools Centrifugal pumps Technical-medical products and precision engineering Pharmaceutical packaging systems 25 26

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